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... for family-style and fast-food restaurants and is located in a growth area. If the program is relatively new and the carrier does not have a large grou...ce the agency is positioned for growth and able to take advantage of opportuni...

... market or two with competitive pricing and enhanced Property or Liability coverage forms. This tells you the carrier wants that class of business. Build your initial marketing around that area. For example, let's assume the agency has a good program and market for family-style and fast-food restaurants and is located in a growth area. If the program is relatively new and the carrier does not have a large group of agents in the agency's marketing area, prices will probably be competitive. This class of business is a focused-strength area that you would do ... 2. If you or your producer are making cold calls, take along a camera and take a picture of each one you call on. While you are there, estimate the building size and other physical characteristics of the building: estimated age, existence of a bar or drive-up window, etc. Use cold calls to screen out undesirable and/or ineligible business and then update your prospect profile. Cluster cold calls in an area you need to be in anyway. Use the travel route as a cold-call route for prospects on ... an association offers ways to approach a group. Consider sending a tip sheet' or an unsolicited newsletter or information item to the association's office for insertion in the association newsletter. Offer some free service to the association membership, such as a checklist for employment practices or pollution. This is a way to be very creative and contact a lot of people for very little cost. 5. Faxed solicitations, in my opinion, should be primarily a service to the prospect, such as an employment practices or pollution checklist with a fax ...